This case describes the process by which the entrepreneur Paul Farrow went on to establish his kayak company in the period between 1992 and 1996. After the dismissal of the more traditional corporate position, Farrow came across an idea that suited his business skills, experience and values. The case chronicles the steps he took to be the first in the industry designing and manufacturing low-cost, high-performance recreational kayak from recycled plastic materials. The key to Walden $ 1 million sales Paddlers »in 1995 was the company's ability to build strong alliances with key suppliers and customers while keeping fixed costs down by controlling the virtual corporation.
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by Andrea Larson Source: Darden School of Business 18 pages. Publication Date: Mar 04, 1997. Prod. #: UV0239-PDF-ENG
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